108 Genuine Influence - John David Mann

**SPEAKER_1** (0:02)
It's time once again for The Go-Giver Podcast, where we explore five timeless principles that will increase the profitability of your business and the joy in your life. Now, here's your host, the co-author of The Go-Giver, Bob Burg.

**Bob Burg** (0:18)
Hello again, I'm Bob Burg, and we have what I hope you'll find to be an interesting and value-packed show today. What is the essence of influence? We'll look at that in our Thought of the Day. And in our interview segment, John David Mann is here to discuss some thoughts from our new book, The Go-Giver Influencer. That and more on today's show. I thank you for joining us. Thank you.
Well, today is a big day in Go-Giver land. John David Mann's and my newest book in the series, this one titled The Go-Giver Influencer, is being released today, and we're greatly enjoying all the excitement around it. And we thank you for your part. We've been just amazed at how everyone is helping to spread the word. A bit later, we'll hear from John. You've heard me before define influence on its most basic level as simply the ability to move a person or persons to a desired action. Usually within the context of a specific goal. And as you've also heard me say, while that may be the definition, it certainly isn't its substance or its essence.
The essence of influence is pull. Pull as opposed to push. Genuine influence is not about pushing our ideas or pushing our will onto others or being pushy. No, it's about gentle pull. It's an attraction.
Genuine influencers attract people first to themselves and only then to their ideas. And this attraction takes place not because the genuine influencer is focused on himself or herself or on their ideas, but because they focus on the other person, connecting that other person with their ideas through asking first themselves questions such as how does what I'm asking them to do, how does what I want that other person to do, how does that align with their goals, their wants, their needs, their values. And when we ask ourselves those questions thoughtfully, intelligently, genuinely, authentically, not as a way to manipulate another person into doing our will, but as a way of building everyone in the process, creating value, creating a bigger pie for everyone involved, now we've come a lot closer to earning one's commitment to our idea and to us.
When we influence another person and influence them correctly, not only does everyone come out ahead, but everyone feels good, good about themselves, about the situation and about the other person. And it always begins with a genuine other focus.
But how do we move from what is a very natural focus on ourselves to focusing on the other person while being, while remaining authentic and genuine? That's just one of the questions we'll discuss with John David Mann and what I hope you'll find to be a fun and enlightening interview. Of course, with John, it's always fun and enlightening. So I like the odds. Back with John David Mann right after this.
Pick up John David Mann's and my newest book, The Go-Giver Influencer. Set in the same fictional city as the first two Go-Giver books, it features two young, ambitious business people. Jillian Waters, chief buyer for a national chain of pet accessory stores, and Jackson Hill, founder of a small but growing manufacturer of all-natural pet foods. Each has something the other wants. To Jackson, it's the possibility of reaching more animals if he can negotiate terms that will protect his company's integrity. To Jillian, it's about giving her company a distinct competitive advantage in the marketplace if she can persuade Jackson to give them an exclusive. Of course, there's a surprise ending. Marshall Goldsmith says, this may be the most important Go-Giver book yet, and adds that in today's polarized world, it could not be more timely. Read the first two chapters of The Go-Giver Influencer by visiting the gogiver.com or just click the link in the show notes.
John David Mann is co-author of a brand new book, and it's called The Go-Giver Influencer. Welcome, my brother.

**John David Mann** (4:42)
Always great to be here.

**Bob Burg** (4:44)
Yeah, this is an exciting day.

**John David Mann** (4:47)
It is, my goodness.

**Bob Burg** (4:49)
So at the end of the last segment, I raised a question that you and I have been asked ever since the first book in the series came out, and that is, how do you place your focus on others when you really feel like focusing on yourself? And I love an answer you gave that had to do with watching a James Bond movie. Would you share that?